I am reading an excellent new book titled How to Win a Pitch written by Joey Asher and in honor of the baseball season opening on Monday I thought it would make sense to pass along some of the wisdom I am finding in Asher's book.
One of the first things that struck me as I started to read the book is the notion that firms pitiching solutions rarely get selected because they were the "best" firm. For the most part, any firm who makes it to the short list that is invited to present is a good firm known for doing good work. And if you are being honest, most of you will admit that the competitors you were up against the last time you pitched are just as capable as you are of doing a great job for the customer.
So if doing great work does not win you the pitch, what does? The answer is delivering a great pitch. According to Joey Asher, the firms consistenly winning competitive new pitches are the ones who simpy deliver the best pitch, meaning they consistently execute five simple fundamentals better than their competition:
- Focused on a business solution
- Simply organized
- Delivered with passion
- Interactive
- Well-rehearsed
Remember, being good has little to do with winning. So how well do you pitch?
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